- The Secured Micro Loan Business segment product line caters to funding short term and medium term working capital needs of Small Businesses and individuals, via a suite of customized short and long tenured products, with collateral.
- Offerings comprise Secured Micro Loan to self-employed individuals/ non-individual entities, with end use of funds (Working capital requirement, business expansion etc.) to be ascertained during the loan appraisal process.
- The business is highly retail in nature, characterized by high transaction volumes, smaller ticket sizes, and significantly higher spread and profit margins (up to four times that of Secured Lending products)
- Given the Secured Micro Loan nature of loans disbursed, the business also entails stringent controls and monitoring to ensure portfolio health and quality at all times
- While unit of sizing up the business is its loan book size, profitability and minimized delinquency are key business objectives.
- Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to customers
- Understanding of product market characteristics such as connector relationship management, region specific occupations/trade, local ficial preferences and practices are important to gain competitive advantage while structuring loans and identifying leads.
- The AH (Sales) ABFL is responsible for achieving sales targets as agreed with the Circle Head (Sales) ABFL, in terms of targeted book size, profitability, growth & customer service objectives.
Key Challenges
- To deliver on operational plan in the assigned coverage area in a differentiated manner considering local factors, channel dynamics and consumer preferences, that can withstand competitive pressures on the ground
- To grow the business while remaining cognizant of competitive realities in the following areas:
- Market linked product
- Market average IRR & processing fee levels
- To originate and increase market share in assigned coverage area against stiff competition, overcoming competitive pressures borne out of better established networks, price undercutting, etc.
- To establish a strong local network and leverage the same to generate business leads, and also identify opportunities for cross sell with existing customers
- To constantly upgrade ficial & operational know how of self and team members on efficient loan processing, effective negotiation and relationship building for maintaining credibility and profitable target achievement
- To keep abreast with the latest market trends and local market preferences and needs
- To ensure loan conversion/ sanction/ utilization percentages are high and a broad enough sourcing funnel is built to meet targets
- To ensure credit quality and effective portfolio selection/pre screening thereby minimizing potential NPAs
To ensure compliant sales operations despite sales pressures and market cycles
Enabling Skill Sets & Qualifications
- Critical skill sets required to meet these challenges include business and commercial acumen, team management and communication, execution skills, product-market understanding, and operations integration & controlling skills.
Education & experience required to fulfil this profile are a graduate with minimum 6 - 8 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 3 - 4 yrs experience should be in Micro/affordable loan sales.
4 ) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)- Maximum 10 KRAs can be updated
Key Result Areas (
Max 1325 Characters)
Supporting Actions ( Max 1325 Characters)
Branch Sales Planning & Management
- Work with Circle Head (Sales) - ABFL on devising the branch sales plan and team approach for achieving targets, considering product-environmental factors, competitive forces and local trends, and cascade the same to the branch team(s)
- Track industry and market developments, scanning the local market and competitive offerings on a periodic basis
- Oversee end to end branch operations and performance, covering all aspects such as sourcing, effectiveness, goverce, productivity, channel management, etc.
- Track & report on sales operations and productivity metrics, and work towards building a high-performance sales culture
- Manage day-to-day branch operations and administration
- Provide data for, compile and review periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to Circle Head (Sales) - ABFL as well as to team members
Customer Acquisition/ Engagement
- Identify local business growth opportunities, drive expansion and new customer acquisition initiatives to create a book of targeted size
- Work closely with team members, hand-holding critical/ complex transactions to ensure favorable closure with customer satisfaction
- Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts
- Track cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure
- Deploy efforts/ initiatives in consultation with Circle Head (Sales) ABFL, arising from customer satisfaction survey and resulting NPS (Net Promoter Score), targeting identified focus areas
- Propose and deploy approved solutions and schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimization
- Serve as a point of escalation and manage customer complaints/ grievances effectively, intervening especially for key relationships
Operational Effectiveness
- To drive adoption of efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
- Manage local distribution across channels, interfacing with senior/ critical partners/ stakeholders as required for smooth operations
- Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Goverce) and efficient operations
- Drive high performance by reinforcing focus on business and sales growth objectives, effective client engagement, monitoring sales operations and productivity metrics, and providing support and guidance as required
- Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact
Cross-Selling across ABFSG products
- Drive activities and initiatives in the team as per Cross-Selling strategy agreed with Circle Head (Sales) - ABFL
- Drive alignment to the adopted Cross-Selling strategy by supporting team members with requisite communications, training, guidance, etc. as required
Team and Internal Stakeholder Management
- Guide and develop team members for enhanced customer acquisition and engagement efforts, helping them achieve superior performance standards and hand-holding where required
- Nominate teams for relevant technical and behavioral trainings/ seminars and work on self development initiatives
- Proactively liaise with internal stakeholders for smooth cross-functional coordination and alignment towards achievement of business objectives.
Portfolio & Risk Management
- Work with the Risk, Operations and Sales Goverce teams to ensure adherence to risk management and control mechanisms
- Support risk and review process through the credit approval process and by reviewing the loan sanctioning, disbursement process and documentation to ensure controlled operations
- Review ficial risk via analysis of city/ branch operations MIS and Data Analytics reports
- Drive compliant Sales Operations and sound risk management via partnership with Risk, Operations and Sales Goverce teams, and necessary communication and guidance; drive timely PDD closures and collections
- As part of Relationship Maintece with institutional customers, review reports on client accounts, business performance, etc. and liaise with Risk while guiding team on delinquency cases
- Train and guide the team for alignment with adopted early alert strategies to reduce NPA risks and losses
- Ensure systematic MIS on NPAs and credit trends, providing inputs on possible risks that could impact portfolio quality
